> ERA Quick Connections – Sept. 2022, Vol. 1

September 2022, Volume 1

MANUFACTURING DATA REPORTS

Manufacturing data reports from the Institute for Supply Management (ISM) are released at the beginning of every month and can be accessed at ISM. The latest report says economic activity in the manufacturing sector grew in August, with the overall economy achieving a 27^th consecutive month of growth.

The computer and electronic products sector was among 10 manufacturing industries reporting growth in August.

The electrical equipment, appliances and components sector was among seven manufacturing industries reporting contraction in August compared to July.

INDUSTRY NEWS

> U.S. manufacturing activity held steady in August, with new orders and employment both increasing compared to July. The price index also declined, easing price pressures and indicating that inflation may have hit its peak. Yet, ISM panelists expressed concern with a softening economy and increasing materials and labor costs. Read more.

> Where do key industry stakeholders think the CHIPS Act money should go? The National Institute of Standards and Technology (NIST) recently reached out to industry members to ask, and then published a report that compiled the answers. Read more.

> Micron announced it will invest $15 billion through the end of the decade to construct a new memory manufacturing fab in Boise, Idaho, a project that will create an estimated 2,000 direct jobs and an additional 15,000 ancillary jobs. Read more.

ERA NEWS

> ERA Virtual Sales Training will take place in a little less than a month! The sessions, schedule and speakers have been announced. A sampling of the training topics: digital marketing, effective communication skills, pre-call planning, warm calling with confidence, value-based selling and tips and tricks on setting appointments. Can you afford NOT to attend? Read more information and register now. The program will take place Oct. 4-6, 2022.

> Showcase your company in front of 3,500 industry members! The deadline to request advertising space in the Fall issue of The Representor is Friday, September 9. Read about ad rates and sizes. Email Clare Kluck, ERA Communications Director, to reserve an ad space. ERA also offers digital advertising opportunities in this Quick Connections e-newsletter and on the ERA homepage. Read more.

> ERA is proud to announce its Empire Chapter raised $35,000 to donate to a local domestic violence shelter at its annual August golf tournament dedicated to the memory of Julie Baker. Baker was an ERA member and electronics industry member who was tragically taken by an act of domestic violence in 2020. Read more.

ELECTRONICA

Good reasons to attend electronica 2022

electronica is the most important international meeting place for the electronics industry. The world’s leading trade fair covers the entire electronics spectrum from components to systems, applications and services. The extensive conference and supporting program highlights automotive, embedded, semiconductors and wireless – and networks startups with the industry.

Convincing arguments for you to attend electronica

• The entire electronics industry gathers at a single location. Exhibitors from nearly every sub-sector of the electronics industry from at least 50 countries around the world with a comprehensive range of exhibits, all at a single location: Such a high concentration of innovations at this level is only available at electronica.
• This is where the base for an “all-electric society” grows. Electronics already determine most of our lives, and their influence on our everyday lives will increase even more in the future. Only at electronica you can experience how applications from the fields of industrial electronics, telecommunications, energy and electromobility, as well as the credit and insurance industries, are preparing the way for the “all-electric society.”
• Electronics enable sustainability. The electronica 2022 highlight topics such as e-mobility, smart energy, power electronics, IIoT and artificial intelligence will showcase solutions and products for the sustainable and responsible use of resources.
• Expand your expertise! Theme-oriented forums and prestigious conferences in cooperation with our media partners give you a look at future prospects.
• We showcase, network and support talent. We help talents stay oriented, network career engineers and professionals with leading employers and generate a great deal of attention for start-ups.

www.electronica.de

> ERA’s Empire Chapter Raises $35,000 for Local Domestic Violence Shelter at its Annual Golf Tournament

The Electronics Representatives Association (ERA) is proud to announce that the Empire ERA Chapter raised $35,000 at its Aug 1., 2022, Julie Baker Memorial Golf Tournament to donate to the Willow Domestic Violence Center in Rochester, N.Y.

Julie Baker, an engineer who worked in electronic component sales for GMA, was tragically taken by an act of domestic violence in 2020. Baker was a Board member of the Empire ERA chapter and helped plan the annual Empire ERA golf tournaments. She left behind three daughters, Claire, Jill and Paige. She loved to garden and enjoyed live music.

“We are overwhelmed and grateful for the outpouring of support this tournament received to allow us to make this large donation to an important cause,” said Laura Senn-Sanborn, president of the Empire ERA chapter. “Thank you to all the attendees for playing, contributing, having fun, shedding a few tears, and sharing many laughs and memories with us.”

From left to right: Paige Baker, Nicolle Morelle from Willow, Jill Baker, Laura Senn-Sanborn, Jim Gleason, and Claire Baker.

 

“This tournament, renamed and rededicated in Julie’s honor, further supports her legacy with this substantial contribution,” said Patrick Coyne, vice president of membership and communications of Empire ERA chapter.

Willow Domestic Violence Center has provided services for the Greater Rochester community for over 40 years. Willow’s mission is to prevent domestic violence and ensure every survivor has access to the services and supports needed along the journey to a safe and empowered life. Their vision is a community free from domestic violence, where healthy relationships thrive.

In a video on the official Julie Baker Memorial Tournament Instagram page, Baker’s daughter Claire says: “While we never could’ve imagined losing our mom to an act of domestic violence, Willow inspires us to take action. Our future plans include establishing a foundation to honor both of our parents, Julie and Dick Baker. Today our mom’s legacy lives on and we can’t thank you enough for your support.”

More pictures and videos of the golf tournament can be found on Instagram at @juliebaker_memorialgolf.

About the Willow Domestic Violence Center

Willow Domestic Violence Center offers a range of emergency and non-emergency support services, including a 24/7 domestic violence hotline, emergency shelter for women and children, safety planning, court accompaniment, short-term counseling and support, and support groups. All of its services are free and confidential. Find out more: https://willowcenterny.org/.

About Empire ERA

The Empire Chapter of the Electronics Representatives Association is dedicated to promoting and protecting the manufacturers’ representative function within the Upstate New York electronics marketplace. The Chapter is a resource for its members. It provides support for establishing and maintaining the representative function through continuing education, networking events and promoting the rep function. Find out more: http://empireera.org/.

> 2023 ERA Conference: Attendee & Sponsorship Registration OPEN

We look forward to seeing you at the 2023 ERA Conference!

Attendee registration and sponsorship registration is now open.

View registration information and register online.

View sponsorship opportunities and register to be a sponsor.

This highly regarded educational and networking event offers the only opportunity for electronics industry reps, manufacturers and distributors to learn together from many experts in an environment dedicated to sharing practical, proven best practices in field sales and marketing.

The 2023 Conference Committee, comprised of a talented cross-section of industry manufacturers’ representatives, distributors and manufacturers, have already enthusiastically started planning another dynamic and interactive educational program full of useful tools and takeaways and inspiring messages.

This do-not-miss event provides an unparalleled opportunity to bring together manufacturers’ representatives, distributors and manufacturers in a collaborative and energetic environment, and offers everyone a truly unique opportunity to learn, connect and grow.

With record setting attendance of over 525 people at the 2022 Conference, we expect more growth in attendance in 2023. We hope you’ll take advantage of this great opportunity and join us to see what the ERA Conference is all about!

> Registration for ERA Virtual Sales Training is Now Open!

ERA’s second annual Virtual Sales Training is taking place Oct. 4-6, 2022, and registration is now open!

This year’s dynamic program will feature all-new content and speakers.

This virtual training event will provide the opportunity for representatives, manufacturers and distributors to sharpen their sales skills. Nine robust 75-minute educational sales training modules, presented by professional sales trainers and industry sales executives, will cover an array of topics.

Take advantage of this great educational opportunity!

All nine sessions will be presented live and archived on-demand viewing.

Register Today!

> ERA Announces 2023 Annual Conference Theme

ERA’s 2023 Annual Conference Committee is proud to present the theme of “Moving On, Moving Beyond” for the educational and networking conference scheduled for Feb. 26-28, 2023 in Austin, Texas.

The planning committee is excited to choose a theme that reflects the resiliency of the electronics industry and, simultaneously, the eagerness to move forward past the “new normal” into the future of the business.

“The conference will give us tools to be comfortable with being uncomfortable,” said Lori Bruno, vice president and distribution sales manager, Luscombe Engineering of San Francisco, and 2023 ERA Conference Chair. “The conference is very important as it takes into account the core values of ERA and how we continually strive to educate our reps, manufacturers and distributors. This year we have 55 volunteers, who come from all three segments of our industry, serving on the various committees. They will work to provide key takeaways for everyone; the volunteers will make our next conference one to remember.”

“The theme for next year’s conference, ‘Moving On, Moving Beyond,’ is meant to challenge each of us to consider how we can grow as individuals and organizations – not simply by doing traditional things in new ways, but by truly looking forward to determine ‘What’s next?’ said Adam Anderson, vice president, Norris & Associates, Inc., and 2023 ERA Conference Vice Chair. “The answer to that question may be a bit different for each of us, but the goal of the planning committee is to provide an inspiring look at the future of our industry, along with practical strategies and tactics that can be used to grow our businesses in new ways.”

More information about the 2023 Annual Conference, including registration information and sponsorship opportunities, will be forthcoming.

> ERA Welcomes Janine Spediacci as its New Events Coordinator

The Electronics Representatives Association (ERA) announces that Janine Spediacci has joined its team as the Events Coordinator, effective June 2022.

In this role, Janine will provide administrative support and oversight for various ERA events and meeting activities, including the Annual Conference, Virtual Sales Training, COLT, EDS and electronica, among others. She will be responsible for assisting the Director of Events with planning and management of these events and will perform a wide range of duties, including meeting scheduling, monitoring attendee registrations and sponsorships, assisting with marketing and communications preparation, assisting with speaker research and more.

“I’m excited to assist ERA in its efforts to produce high-quality, valuable events for its members,” said Janine. “I look forward to using my long-time passion for event planning to make a positive impact on the ERA team and its members from day one.”

Janine discovered her passion for the hospitality industry while interning at Walt Disney World during her college career at San Francisco State University. She has spent her career exploring all avenues of the industry from hotel front office, sales and marketing and finally catering and events where she enjoys the intimate details of planning and organizing all types of events, big and small.

In her free time, Janine enjoys cooking, spending time with her family and beach days with her dog, Coco.

“We are delighted to welcome Janine to the ERA team,” said ERA CEO Walter Tobin. “ERA is proud to be growing as an organization and, as such, needing to keep pace with providing our members with on-topic, can’t-miss events, such as the Annual Conference, Virtual Sales Training, COLT and EDS, as well as podcasts and Water Cooler sessions. Janine’s past experience and enthusiasm will benefit the ERA team greatly.”

Janine can be reached at janine@era.org.

> ERA Announces 2023 Conference Committee

The Electronics Representatives Association (ERA) is pleased to announce the appointment of the chair, vice chair and members of the 2023 Conference Committee responsible for planning the 2023 ERA Conference, scheduled Feb. 26 – Feb. 28 at the AT&T Executive Education and Conference Center in Austin, Texas.

Lori Bruno, vice president and sales distribution manager at Luscombe Engineering of San Francisco, was appointed conference committee chair and Adam Anderson, CPMR, vice president at Norris & Associates, Inc., will serve as the committee vice chair. Both Bruno and Anderson are returning committee members.

“I am appreciative of this opportunity to serve as the 2023 ERA Conference Chair. In this role, my goal is to, once again, provide our rep, manufacturer and distributor attendees with another outstanding interactive and educational conference experience,” said Bruno. “I am privileged to have Adam Anderson serving as the vice chair. Adam’s dedication to and knowledge of our industry will ensure our success. To be working with the core committee members, all of whom are industry leaders and bring great ideas and perspectives to the conference planning process, is thrilling. We look forward to rising to the challenge and getting to work.”

In addition to Bruno and Anderson, other returning members of the 2023 Conference Committee are John Guetens of E-T-A Circuit Breakers; Joe Braun of EK Micro; Amy Rooney of RFMW, Ltd.; and Ellen Coan, CPMR, CC Electro Sales, Inc.

New members of the core committee are Maryellen Stack of Sager Electronics; Jeff May of Logix Sales & Marketing; Tom Wichert of TDK-Lambda Americas, Inc.; Gary Smith, CPMR, of G.L. Smith Associates; and Dave Winner, CPMR, of SACS, Inc.

May and Wichert will serve as co-chairs of the Keynote Committee; Braun and Rooney will serve as co-chairs of the General Sessions Committee; Guetens and Stack will serve as co-chairs of the Breakout Sessions Committee; Smith and Winner will serve as co-chairs of the Sponsorship Committee; and Coan, who is ERA’s Senior VP of Education, will serve as the acting Executive Committee liaison to the 2023 ERA Conference Committee.

ERA staff members on the committee are ERA CEO Walter E. Tobin, Events Director Erin Collins, and Communications Director Clare Kluck.

“ERA’s 54^th Annual Conference promises to be another must-attend educational experience with a combination of general sessions and our unique breakout sessions,” said ERA CEO Walter Tobin. “This format allows our attendees to customize their own conference and decide which sessions they prefer to attend based on their own individual needs. We will look forward to another stellar event under the careful leadership of Lori Bruno as conference chair and Adam Anderson as vice chair. They will be supported by our 55 conference committee volunteers who will guide us in the planning process and put together useful content for this not-to-be-missed event. Come join us in Austin and prepare to be amazed!”

> ERA Announces the Recipients of the 2022 Mark Motsinger White Pin Internships

ERA is proud to announce the recipients of the 2022 Mark Motsinger White Pin Internships.

Nelysa Rosario, a student at Wake Technical Community College, Raleigh, N.C., will intern at Aurora Technical Group/Southeast and Gustavo Ruiz, a student at California State University, Fullerton, Calif., will intern at English Technical Sales.

ERA is excited to launch these internships as a way to help the rep community attract, hire and retain college graduates into the rep model to keep the electronics industry fresh and relevant. Rising college juniors or seniors can gain the opportunity to work for a manufacturers’ representative firm over the summer months to gain a better understanding and hands-on experience of the electronic components industry.

“We are delighted to receive Nelysa’s acceptance into the ERA White Pin Internship Program with the Aurora Technical Group,” said Aparna Sproelich, vice president and chief operating officer of Aurora Technical Group Southeast. “Nelysa has exactly the right enthusiasm and attitude, and she loves to learn. We are hoping to further develop and support our industry and we look forward to working with Nelysa this summer.”

“The ability to acquire this position has fulfilled my greatest dreams and ambitions,” said Rosario. “I am so grateful to be given this opportunity to work at what seems like such a great goal-driven company and I can’t wait to see what the future holds for me at this company. I know that there will be so much for me to dive into, explore and learn. I am so eager to learn what this company has to teach me and I can’t wait to start participating in accomplishing the goals that the Aurora Group has for the future.”

“We were able to reach out to local universities, in this case California State University-Fullerton, and we found top talent from their engineering school,” said Cameron English, president and chief executive officer of English Technical Sales. “Our new intern, Gustavo Ruiz, will fill a marketing communications/business development role, deploying software and programs to reach customer engineers with pacing technology offerings from our suppliers. This ability to engage young talent is a key factor in the future health of our industry, and specifically us as representatives. I want to thank ERA for this program and for the support to bring on top engineering talent.”

“I am honored to have been selected by the ERA White Pin organization as a candidate for this internship,” said Gustavo Ruiz. “As a student from CSUF, I have been involved in academic studies for engineering. This position as an intern with English Technical Sales will allow me to apply my education to real-time engineering development on high-tech projects.”

“We are hopeful that these awards can be a kick-off to additional internships and companies participating in 2023,” said Kingsland Coombs, senior vice president at large for the ERA Executive Committee and director of the White Pin group.

Ellen Coan, senior vice president of education for the ERA Executive Committee stated: “Continuing education has always been the goal of the ERA White Pin Group. These internships are a clear and tangible example of this key role in helping rep companies find and hire interns as possible full-time employees after graduation.”

ERA is naming these internships the Mark Motsinger White Pin Internships to honor the many years of dedicated service that Mark Motsinger gave to ERA as the general manager of the ERA White Pin Initiative.

Walter Tobin, chief executive officer of ERA, stated: “Mark has guided the White Pin Organization with his professionalism while holding all of its members accountable to continuing the educational charter of White Pin. By naming these internships in his honor, ERA and White Pin continue to give Mark the recognition that he so well deserves.”

> ERA Debuts New HoverMap

ERA is pleased and proud to announce the new ERA HoverMap. (www.erahovermap.org) This new product replaces the old Rep Locator tool on era.org that had been used to find manufacturers’ representatives in each ERA Chapter.

The ERA HoverMap outlines marketing territories consistent with local ERA chapters in order to provide reference territory descriptions as well as facilitate defined boundaries for DTAM calculation purposes.

“ERA is keeping with its mission of enhancing the manufacturers’ rep function with the development of the ERA HoverMap,” said Kingsland Coombs, senior vice president-at-large of the ERA Executive Committee. “By providing a ‘one-stop shop’ for this vital information, our member manufacturers and member sales representatives can now use this tool to access crucial market intelligence that will allow them to assess their own performance and market share.”

“I’m excited to have developed this online tool in order to help industry members gain access to this crucial data and help reps gain exposure more efficiently and effectively,” said Alan Ahern, president, Crowley Associates. “I’m confident that the ROI that ERA members will see from this new tool will be significant.”

Some new features of the ERA HoverMap include:

• Generally accepted definitions of the sales territories and the corresponding ERA Chapters that operate in these territories. It is important to note that ERA Chapter names and the territories within which they operate have not changed.
• When you click on a sales territory, users will see a drop-down box containing:

– USPS zip codes – These are zip codes that are generally accepted as zip codes for that sales territory. ERA performed extensive research in each sales territory to procure these zip codes; however, ERA is making no definitive statements regarding these zip codes and is simply offering guidelines. Final decisions about territories will be left up to each rep and their own contracts with their manufacturers.

– DTAM information – Budde Marketing DTAM data is based on live and demonstrated sales of product by over 1,200 distributors (local to national) reporting for nearly 130 varied manufacturers, representing the passive electromechanical industry. This data should not be interpreted or used to measure any person or company representing a specific territory, but rather to provide a broad perspective on industry territorial

– ERA Chapter Name Hyperlink – Clicking on the ERA Chapter name will take the user to the alphabetical listing of the rep members in that chapter. Clicking on the rep company’s name will take the user to the company’s website.

The ERA HoverMap will be available to all ERA members and will require member log-in credentials.

Disclaimer: ERA would like to note that the marketing territories shown on the Hover Map are general and approximate; they are guidelines only and should not be considered absolute. In all instances, contractual territory boundary definitions between manufacturers and representatives are subject to discussion and negotiation between the parties and may vary from the outlines provided.

> ERA Welcomes Susan Bannwart as its New Finance Director

The Electronics Representatives Association (ERA) announces that Susan Bannwart has joined its team as Finance Director, effective early April 2022.

Susan has been in the accounting profession for over 30 years. She obtained her CPA in 1994 and started her own practice in 2004. Susan enjoys building long-term relationships with her clients through offering advisory services, tax planning, cash flow projections, minimize tax liabilities and bookkeeping services.

In her role as Finance Director, Susan will be preparing the monthly financial statements, performing bank reconciliations, updating cash receipts and issuing checks.

Susan lives in Schaumburg, Ill. with her daughter and enjoys walking her dog, Gigi. She is past president of her local Illinois CPA Society chapter. She is also past treasurer of her local Rotary Club.

Susan takes over for Bill Warfield, who had been ERA’s Finance Director for many years. Bill is retiring effective April 2022 and hopes to enjoy travel and leisure time in his retirement.

“I’m thrilled to be part of ERA as the new director of finance,” said Susan. “I look forward to doing my part in operating the organization smoothly and continuing the exciting growth ERA has experienced in the past five years.”

ERA CEO Walter Tobin, said, “We are delighted to welcome Susan to our ERA family. Her passion for accounting and substantial experience as a CPA will be a tremendous asset to continuing our efficiency and growth as an organization.”

“We also thank Bill for his service to ERA for so many years. He has been an integral part in growing ERA to what it is today and we hope he enjoys retirement,” Tobin said.

Susan can be reached at susan@era.org.

> ERA Quick Connections – April 2022, Volume 1

MANUFACTURING DATA REPORTS

Manufacturing data reports from the Institute for Supply Management (ISM) are released at the beginning of every month and can be accessed at ISM. The latest report says economic activity in the manufacturing sector grew in March with the overall economy achieving an 22nd consecutive month of growth. The computer and electronic products sector, as well as the appliances and component sector, were among the 15 industries reporting growth in March.

INDUSTRY NEWS

> The ongoing rise in Omicron variant cases and subsequent lockdown measures in China continue to slow down major manufacturing and port hubs, adding to supply chain concerns in China, and thus globally. Read more.

> The global PC monitor market ended 2021 with a 5 percent year-over-year growth rate, reported the International Data Corporation. However, there are sure signs of the market cooling in the near future. Read more.

> The “Great Resignation” is a misnomer and should be renamed “The Great Aspiration,” argues a columnist for the Harvard Business Review. Read more.

ERA NEWS

> Are you a manufacturer who goes to market through distribution? ERA can help you find professional field sales representation anywhere in the world. Reserve your EDS 2022 Lines Available Bulletin listing today and let ERA help you make EDS 2022 your most productive show ever. Advertise in ERA’s 2022 EDS Lines Available Bulletin to showcase your company product line to all ERA member firms and member reps visiting the ERA Business and Hospitality Center (Booth #102) at EDS 2022.

> Join the next ERA Water Cooler discussion Tues., April 26 from 4:00 to 5:00 p.m. EDT to talk about Promoting and Expanding the Manufacturer’s Rep Model in Today’s Business Environment.” Guest panelists will be Cesare Giammarco, consultant, Cesare Giammarco Sales Management Consulting LLC; Dave Foster, director of sales at Ohmite Manufacturing; and Tom Wichert, executive vice president sales and marketing at TDK-Lambda Americas. Access log-in details here.

> ERA’s White Pin Internship program for Summer 2022 is a great opportunity for rep companies to attract, hire and retain rising college juniors and seniors and potentially move onto the hiring process after their graduation, with ERA subsidizing and supporting these internships along the way. Read more information or download an intern application or rep company application.

> ERA Mourns Staff Member Kathy Green

With profound sadness, ERA must announce the April 2 passing of Katherine (Kathy) Green, a 32-year member of the ERA staff family. She had just marked her 60th birthday.

Kathy’s decade-long, valiant battle with cancer was mostly unknown outside of her immediate family and circle of close friends. This was her preference, and she was still handling her ERA responsibilities as usual up until early March. Those responsibilities were many.

Her countless credits and accomplishments on behalf of ERA have reflected both her technological and artistic talents, including: the design, development, maintenance and updating of ERA’s website ever since its inception in 1995; the design, development and maintenance of websites for numerous ERA chapters and member firms; the development and maintenance of all ERA databases; the creation of all ERA conference logos, program brochures and other materials; and in recent years, the graphic designs of all covers of The Representor magazine. In addition to her work for ERA, Kathy was a mosaic artist, a musician (who played for years in a Chicago Irish band) and an entrepreneur who designed, manufactured and sold pet collars.

Most ERA members knew Kathy from her staff work at national conferences and at the ERA booth at EDS. However, most do not know that Kathy was the proud daughter of the late Raymond J. Hall, the association’s longest-serving CEO. Kathy has described how she “grew up” in ERA and has said she considered ERA members and staff her “second family.” Her most recent comments to that effect came during her acceptance of ERA’s 2022 Tess Hill Award. COVID-19 concerns kept Kathy from attending the Conference, so the presentation was made in advance by Karin Derkacz, the 2021 award recipient, and Tess Hill. A pre-recorded video of Kathy happily accepting the award was shown at the Conference.

Kathy was also inducted into the ERA White Pin group in 2016.

Kathy was preceded in death by her father and her brother, Raymond J. Hall, Jr. Her survivors include her husband Jeff, mother Anita (Annie) Roti, sister Tracey (Joel) Stewart, seven nieces and two nephews.

A celebration of Kathy’s life will be held in late May/early June. Memorial donations will be appreciated to the American Cancer Society. Messages of condolences can be addressed to: Jeff Green, 7120 N. Ashland Blvd., Chicago, IL 60626.

> ERA Mourns Steve Ross

Photo of Steve Ross.

With deep sadness, ERA must report the March 8 passing of Steve Ross, a long-time northern California rep firm owner and past national officer of this association. He was 79.